Keeping things Simple - the ole' KISS

I was at a conference this past week and in talking with other folks about how we have so much information, and there is so many products, processes and procedures we can offer our clients, we began to discuss keeping things simple.

For example, we software developers, web developers, SEO companies and the like offer so many products and services. Our teams have great knowledge that we sometimes spew out to our customers who don't have like knowledge we tend to overwhelm them, by giving too much information and solutions. What we then see is their brains shutting down and not hearing anything especially the important information, the critical bits of info that can help drive their company to success. When this happens, we have lost them for good and lost the sale or upsell of our product or service.

The solution to this problem? KISS keeping it simple. We all have whitepapers, and information to give our customers. What you need to do is dummy down that information, put it into a one page bullet pointed document that is easy to read, easy to understand the problem and the solution. Let the customer ask the question, "I want more information".

If the customer can understand that they have a problem and what the problem is and more importantly you have the solution, they will ask that question. But if they shut down before they understand the problem, you may not get the next question for more information and thus lose the sale and not provide the customer with the service he/she is looking for.

Take your solutions and break them down into a simple to read and manage document

• Title the problem
• Describe the problem
• Briefly describe that you can offer a solution
• Add in a high level bullet point list of the problem
• Set those bullet points to a different color for highlight
• Rap it up

By over simplifying the situation or problem service, your customers will quickly relate and have understanding, thus making your sale cycle shorten and easier to address. You want your customer to ask questions, and ask for more details. This is where you can then shine or get the right person to shine for you.